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- How to Call on a CEO
- Sales managers often press reps to call high, since the big money decisions are typically made in the CEO’s suite. Unfortunately, pitching to a CEO is easier suggested than accomplished. It’s not impossible, but it does require rethinking who you are and what you do. Let’s look at...
- Blog posts 2007-04-09
- How to Reach the CEO... Directly
- In my previous post, I explained how the customer wants you to play the game of getting access to the CEO. Thats for wimps. Heres how to get access to the CEO or anyone else without negotiating through underdogs and gatekeepers:Office email. Most CEOs have “unlisted” emails,...
- Blog posts 2007-04-18
- Morph of a Nerd CEO â€" How Hard Will You Work?
- Nerds are used to long hours. But the long hours you spent getting a program to work are nothing like the hours you’ll have to put in if you start a company and have employees. If you’re not prepared to work twelve hours at least six days each week...
- Blog posts 2007-03-27
- How to Reach the CEO
- In a comment to my previous entry “How to Sell to a CEO” karishmak asked: “How do I reach the CEO? We can be very professional and act like a CEO but its very difficult to reach the CEO especially in the offshore software industry where you are restricted...
- Blog posts 2007-04-16
- CEO Survey: Lacking the Human Touch
- Why CEOs lack some critical "soft" skills and don't realize it. When given a list of a dozen words to describe their CEO, only one in five employees picked “caring” or “warm.” (Small wonder that these words were picked twice...
- Articles 2007-10-30
- In The Driver’s Seat
- The CEO of Nissan and Renault on turnarounds. Ever since Lee Iacocca saved Chrysler from doom in the 1980s, CEOs who succeed in turnarounds are accustomed to some degree of adulation. But few become as celebrated as Carlos Ghosn, whose efforts to bring Nissan back from the brink turned...
- Research articles 2008-06-30
- Elevations CU’s Bill Sterner Dies After Heart Attack
- Bill Sterner, the well-respected CEO of Elevations CU and a long-time credit union activist, died following a heart attack he suffered March 28. Sterner, 66, joined the CU, then known as University of Colorado CU, in 1997 as VP and became CEO in 2000, more than doubling the size of...
- Research articles 2008-04-07
- US Airways unions denounce CEO’s profit on options
- Unions representing US Airways' flight attendants and pilots reacted angrily today to news that W. Douglas Parker, the airline's chairman and chief executive officer, made a pretax profit of more than $9 million last week when he exercised options for 270,000 shares of company stock. The Association of Flight...
- Research articles 2006-08-07
- Who’s Who at Virgin America
- Sir Richard “The Silent Partner” Branson: Investor British billionaire owns 49% of Virgin America and a 25% voting share—the maximum allowed by U.S. law. Led successful launches of Virgin Atlantic in London and Virgin Blue in Australia. Will not be involved in management of Virgin America. Don “The Businessman” Carty:...
- Research articles 2006-11-01
- Unions say Parker hasn’t shown he can run two airlines, let alone a third
- Maybe, the unions say, CEO Doug Parker should finish merging US Airways and America West before he tries to bring yet another airline into the fold. Today, the recently combined airline - US Airways Group Inc. - made an unsolicited $8.67 billion stock and cash offer for the bankrupt Delta...
- Research articles 2006-11-15
- Houston, We Don’t Have A Problem
- Walk into the Houston branch of JSC FCU and you might see a Russian cosmonaut doing business with member services. You won’t be able to tell him apart from the rest of the members, except for the interpreter by his side. JSC FCU serves NASA employees of the Johnson...
- Research articles 2008-04-14
- NCO shares rise on news of CEO’s offer to buy company
- Shares of NCO Group Inc. rose 36 percent today after the Horsham company said its chief executive officer had made an $889 million offer to buy the business. The debt-collection company's lackluster earnings growth in recent years has weighed down the stock price, making it an attractive takeover candidate,...
- Research articles 2006-05-16
- Stop Kissing and Start Kicking
- Prospects buy from people they like, right? Wrong. Prospects buy from people they trust. Given a choice between a buying from a competent jerk and an incompetent friend, a prospect always goes with the guy who can deliver. After all, it’s the prospect’s own job on...
- Blog posts 2007-04-23
- How to Earn Referrals
- I’m going to make your job a lot easier today. Every sales pro knows that referrals make for easier sales. How easy? Research shows that well over half of the opportunities that come from referrals end up as a sale, according to Joanne Black, author of No More...
- Blog posts 2007-03-01
- Stupid Marketing Stories
- A while back, I explained how to prevent marketing geeks from issuing embarrassing press releases. That post elicited some complaints, evidently from marketing geeks, who resent my attitude towards marketing. Here is a representative quote, verbatim: “This is the stupidest story I ever stumpled onto.” Well, that...
- Blog posts 2007-04-20
- Don't Tolerate Crazy Bosses.
- A few posts ago, I launched a worst sales manager contest. You readers came up with some definite doozies, but the best of the worst as it were was:Hes arrogant, hes sarcastic and hes the ultimate control freak. He fights (yes, physical slapping and kicking) with the other sales...
- Blog posts 2007-05-14
- TXU Buyout â€" Private Equity Funds Paint Themselves Green
- A New York Times story this morning is full of gushing praise from environmentalists for the promise by private equity funds Kohlberg Kravis Roberts & Company and the Texas Pacific Group for promising to scrap plans for eight coal-fired plants at Texas utility TXU Corporation which they are proposing to...
- Blog posts 2007-02-25
- Saying Yes
- Life at a startup is really a balancing act. There aren’t enough resources, yet opportunities abound. The most important and difficult responsibility I face as a CEO is determining where to allocate our time, energy and money.Fred Wilson recently spoke about “saying no”, and I see that quite a number...
- Blog posts 2007-01-31
- Is Your Firm Doomed to be Second Rate?
- Last month I had an interesting conversation with Howard Stevens, the CEO of the HR Chally Group. Every year or so, he conducts an exhaustive survey of tens of thousands of customer and buyers to determine which of 7,300 sales organizations customers actually prefer to buy from. Occasionally,...
- Blog posts 2007-04-25
- Rurban Financial Corporation Q2 2008 Earnings Call Transcript
- Earnings Call ExcerptRurban Financial Corporation RBNF F2Q08 Earnings Call July 17, 2008 4:00 pm ET Executives Valda Colbart- Investment Relations Officer Kenneth Joyce- President and CEO Duane Sinn- Executive VP and CFO Mark Klein- Pres. and CEO of the State Bank and Trust Company Henry Thiemann- President and CEO...
- Earnings calls 2008-07-25
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